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Garry House
  • Male
  • Jupiter, FL
  • United States
  • Garry House and Associates Co.
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Garry House's ADM Profile page

Latest ADM Activity - Click "More" at bottom!

Garry House posted a discussion

Does Your Culture Need a Makeover?

Recent discussions I’ve had with potential clients suggest that one of the biggest road blocks to maximizing retail automotive success is the dealership (or department) culture. I decided it was again an opportune time to tackle this thorny issue. “Culture” can be defined as the shared values and practices of the company’s (or department’s) employees, and it’s important because it can make or break your dealership. Business cultures change over time, primarily as a result of employees leaving…See More
Aug 12

Garry House posted a discussion

Who’s at Fault for the Talent Shortage in Automotive Sales?

Rarely do I come across a dealer today who claims to have a sufficient number of vehicle sales personnel. When adding the word “quality” to “vehicle sales personnel”, the dealers’ claims of staffing success turn pretty ugly. Why is it so difficult to attract quality people for automotive sales positions?Several years ago, I was working with a client in Southern California and conducting one of my rare sales training meetings. The subject of the meeting was Developing and Engaging Your Circle of…See More
Jun 14

Garry House posted a discussion

How to Increase Sales “the Easy Way”

At the Sonic Automotive Dealer Academy in 2003, we began using, as a teaching tool, an article titled, “Simple Techniques to Grow Your Business.” This article was authored by Duane “D.J.” Sprague who, at the time, was the president of Dunning Sprague Marketing & Advertising, a full service agency specialized in generating and retaining customers for the retail automotive dealer. All of us that were exposed to “D.J.’s” metrics took them at face value. I think many of them, particularly those…See More
May 20

Garry House posted a discussion

A 6-Step Guide to D-I-Y Compensation Planning

As the most visible compensation expert within the retail automotive industry, I frequently receive dealer inquiries that sound something like this:“I think it’s time to revise some of my compensation plans, but I’m not quite sure how to start. Would you send me some samples of plans that are currently working well at other dealerships that have engaged your services?”Unfortunately, I learned the hard way that, unless I was working in a teaching or consulting environment, my short-lived…See More
May 9

Garry House posted a discussion

Nothing Replaces Sound Performance Management!

I’m sure that at some time in your retail automotive career you’ve been advised not to “chase shiny objects.” And if you attended the 2016 NADA Convention earlier this month, you are certainly aware that the vendor community loaded the exposition floor with what they claimed to be “magic bullets” to overcome the challenges of becoming a better dealer. Were there products and services at NADA 2016 that will help improve your dealership? Absolutely! But “new and different,” by itself, won’t get…See More
Apr 21

Garry House posted a discussion

Change Your Culture, Boost Your Gross (Part 2)

Let’s assume that you’re doing a great job with your digital marketing. You display great photographs! You write great compelling descriptions about your vehicles! You offer a great competitive price! You have great Search Listings that get the prospect to click on your great Vehicle Details Pages! And your dealership employs a great Unique Selling Proposition! Then the customer votes for your vehicle and your dealership by deciding that you deserve to be on his short list. Now what?Earlier…See More
Jan 28

Garry House posted a discussion

Change Your Culture, Boost Your Gross (Part 1)

“What is your biggest single challenge?”Although it may not quite come out of their mouths this way, the answer I consistently hear is, “Managing change!” For example, here is a sample response from a recent General Management class that I instructed:“I’ve always been focused on maximizing my $PVR. Now I’m told that my focus should be on my ‘Price-to-Sale Gap,’ and we’re having difficulty adjusting to this concept.” (What he was really saying was, “The price transparency on the Internet has…See More
Jan 15

Garry House posted a discussion

I’ve Finally Figured Out a Better Way to Pay Vehicle Salespeople

Since my message last month, in which I shared some ideas about the various metrics you may wish to include if you are considering minimizing gross profit as your primary compensation driver in the vehicle sales department, I’ve received numerous requests to provide a sample pay plan matrix for sales consultants. Unfortunately, my policy as a subject matter expert (SME) in dealership compensation prohibits me from providing sample pay plans to anyone outside a classroom or one-on-one consulting…See More
Dec 22, 2015

ADM Profile Information

REQUIRED: Name of Your Dealership, Business or Organization:
Garry House and Associates Co.
REQUIRED: Auto Industry Business Segment or Affiliation (check all that apply):
Dealership Solution Provider, Consultant
REQUIRED: Your Business Phone Number
(561) 744-2627
REQUIRED: YOUR Business Website URL (ie;
YOUR Email address for business contacts
Your Mobile Phone Number, Direct Business Line or Alternate Number
(561) 339-0043
Select All franchises/brands you are associated with
48-Not Applicable
ADM is a Professional Network, describe: "Why should anyone do business with you?"
Specialist in Management Training for all dealership departments; Focused on maximizing both long-term growth and short-term profitability for the client-dealer; One of the few "turn-key" dealership consultants, experienced in all dealership departments; Skilled in Change Management; Verifiable client-dealer ROI of at least 300%.
"What will YOU contribute to the ADM Community?"
55 years of automotive experience: four with General Motors Corporation, and twenty-two years in the retail environment as a department manager, general manager, and dealer principal, and twenty-eight years in training and consulting.
CAR DEALER or OEM Website you recommend (ie;
Social Media, Network or Blog site you recommend (ie;
INVENTORY MERCHANDISING or Classified Listing site you recommend (ie;
YOUR Twitter profile, or one you recommend (ie;
YOUR Facebook Profile/Page, or one you recommend (ie;
YOUR YouTube Channel, or one you recommend (ie;
INTERNET LEAD Suppliers You Have Experience Using
Dealix, AutoUSA,, eLeads
Reynolds ERA
Used Car Inventory Management Solutions You Use
HomeNet, AAX, vAuto, FirstLook

Garry House's ADM Blog

It’s Your Choice to Change!

Posted on January 9, 2015 at 8:57am 0 Comments

On December 31st, noted marketing consultant Dan Kennedy published an article titled “Change is a Matter of Choice.” He began his message by stating that now is the time when millions of people make utterly empty New Year’s resolutions. He went on to say, “the truth is, most are empty of resolve all year long,” and although I hate saying it, this phenomenon is far more prevalent than it should be within our great community of retail automobile dealers.

Way too many…


From the NCM Institute: Dealer Beware: Pitfalls of Selecting the Wrong Contractor or Subcontractor Written By: Dennis Kane

Posted on July 25, 2013 at 9:55am 0 Comments

Written By: Dennis Kane

I have seen a significant number of high value claims as a result of contractors or subcontractors not carrying insurance or inadequate limits of insurance.

Examples of high value claims against dealerships include:

  • Claim against a dealership’s workers’ compensation carrier or general liability carriers due to an injury of a subcontractor’s employee and the subcontractor doesn’t carry workers’ compensation insurance.
  • Claim against a…

From the NCM Institute: Get Your Arms Around The Data In Your Dealership Written By: Steven Banks

Posted on July 9, 2013 at 5:30am 0 Comments

Written By: Steven Banks

Lately it seems I am unable to hide from the term, Big Data. I’m exposed to it in headlines, newspapers (a bit old school but I still read them), magazines and yes, even blogs. But what does big data truly mean and why are we being doused with it? The term is so new I couldn’t locate it in the…


From the NCM Institute: The Used Vehicle Age Management Process Written By: Garry House

Posted on July 1, 2013 at 5:30am 0 Comments

Written By: Garry House

Last month I published a blog focused on the difference between good and great automobile dealers, and I promised to follow that up by discussing what we, at the NCM Institute Center for Automotive Retail Excellence, have learned about the differences between some of the good and great processes employed by these dealers. This is the first of those follow-up articles.

Most every dealership manager…


From the NCM Institute: Will You Take The Six-Month Challenge to Maximize Your Profits? Written By: Robin Cunningham

Posted on June 27, 2013 at 5:43am 0 Comments

Written By: Robin Cunningham

Most Monday mornings I find myself standing in NCM Institute’s beautiful training facility welcoming a new class of retail automobile dealership managers who have come to Kansas City for formalized training specific to their job responsibilities. After introductions, I tell them something like: “We won’t be talking about what you think you have come here to learn until just before or…


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At 8:38pm on February 10, 2009,
Todd Mathews
Hello Garry,
My name is Todd Mathews and I am the director of sales for Widestorm. I would like to introduce you to the new way of buying and selling cars in the 21 first century, we call it; the industry’s first online negotiation system. We launched the system in and we are seeing some awesome RESULTS and the customers are blown away with the experience. Let me know if you would be interested in learning more.


Todd Mathews
National Sales Director
Office: 830-963-1113
Fax: 210-579-1241

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